Companies use advertisements as part of a marketing program to increase sales of their products and services. Advertising plays a different role at different stages of the marketing process -- helping to raise awareness of a product or service, generating leads for a sales force or selling directly. Companies with retail outlets use advertising to make consumers aware of product availability and increase sales through the outlets.

Awareness

Companies use advertising to make customers and prospects aware of the features and benefits of their products. If customers are not aware of your product, they will not consider it when they next make a purchasing decision for the type of product you offer. Advertising puts your product into the consumer’s set of choices.

Brand Preference

Advertising can build a preference for your product over competitors’ offerings. Your advertising messages must reflect the information that customers feel is important when choosing a product. It must also stress the quality of your product. By advertising regularly, you can reinforce the brand messages so that your product becomes first choice when the consumer next makes a purchase.

Direct Sales

Use direct response advertising to sell products directly to customers. The advertisement includes details of the product and its price together with a telephone number or website address where customers can order the product.

Retail Development

Advertising details of retailers or distributors that stock your products builds sales by driving traffic to the outlets. The advertisements can provide information on retail outlets or promote special offers available at those outlets. This type of advertising can also help you promote your products to distributors and retailers.

Lead Generation

If you market products and services through a sales force, you can use advertisements to generate leads for the team to follow up. Include a response mechanism in the advertisement such as a reply coupon, telephone number or email address so that customers can register their details in return for an incentive offer. Examples of incentives include free copies of special reports for business customers or gifts for consumers.

Reputation

When a prospect is selecting a supplier for a major purchase, company reputation is an important factor in the decision. Use advertising to build a positive perception of your company. Reputation or corporate advertising communicates messages about factors such as your company’s achievements, financial stability, market success and innovation record.

About the Author

Based in the United Kingdom, Ian Linton has been a professional writer since 1990. His articles on marketing, technology and distance running have appeared in magazines such as “Marketing” and “Runner's World.” Linton has also authored more than 20 published books and is a copywriter for global companies. He holds a Bachelor of Arts in history and economics from Bristol University.